Do you know how overcoming objections? Do you know what really is an objection? It meaning? Why people are using them against you? Or maybe it’s against themselves?
See I’ve been around network marketing for over seven years now and I’ve been through a lot of them. I might not be a master on overcoming objections but I think I can guide you through this processes in a good and easy way that you will be able to rinse and repeat. So just for you, I’m gonna do a full series on it. This series is gonna go like this.
- The basics of an objection and the basics of overcoming
- I’m gonna talk about your inner belief that might cause you to receive those objections
- I’m gonna take them one by one, dissect it, and show you my best way to overcome them
So let’s start my friend.
Overcoming Objections | THE BASICS
Is this a pyramid scheme(or scam)? Is this network marketing? I don’t have time for this! Have you somewhere in your career of network marketer or internet marketer, encounter something like those? Did you panic or started sweating about it? Did you felt some kind of attack from an fierce opponent in front of you? If yes you are like 99% of people that start in those professions. And it’s totally okay and totally normal to feel like that in those situations. But now that you are reading this, you probably chose the path of being a professional in Internet/network marketing and I congratulate you about it.
So let’s talk a little about what is an objection that come to the surface from a future customer or future distributor. 95% of the time, those words that you will hear coming out off them mouth are hiding something. This person in front of you is not telling the truth! Why? Maybe because he is scared! Scared of loosing face maybe, or scared of changes. If he tell you the truth about his fear, he will feel ridicule and he might not like that. So instead of just saying something like: “I’ve heard from others that maybe those kind of things are illegal, is that true?” All this with a calm voice and really intrigue by the answer, he will change is voice in the way that you will feel stupid instead of him! So he is not insulting you, he just want to save face in front of people that he trusted and that told him those lies. And what about scared of changes? Well that is a major one. In the brain, there is a little security system called “EGO” and i’m not talking about that “Ego power trip” like “I’m the king of the world” style. I’m talking about a little defense system that will maintain you on a constant level. That will make you stay as you are for the rest of your life. I’m not saying that it’s a bad thing cause if we didn’t have the Ego, we would have to re-learn to talk, write and walk every single day. But sometimes, this ego will keep us away from changes. It’s this same system that will make you do back this old habit that you want to get rid of and this, without even noticing that you are doing it again (bite your nail, pick your nose). The same alarm that will make you say no to an opportunity that could change your life forever. It’s the same “patience level” that will make you stay in your couple even if you darn know that both of you would be much more happier singles (or with someone else). This system will use a lot of time that book that we all have since we are kid: The Black Book Of Excuses!
Overcoming Objections | The Fundamentals
Now that you know that it’s a lie, and that this person is not attacking you personally, you need to take a deep breathe and start to implement this how to overcome objections series. To do so, you need to concentrate on the tone of voice that this person is using. His he taunting you? Do he really want to know about the answer? Do he look frustrated when he asked it? If you can notice something like this, it will guide you to answer him as good as you can be.
The next step is to take back this objection and turn it into a question. This is the main thing on how overcoming objections. You need to ask! You need to dig deeper into his mind. You need, to find what is really behind those words. Remember that when you do this, you need to be genuinely interested by his answer, you need to stay calm and use a nice tone of voice. In the part three of this series on overcoming objections, you will find a lot more details on the specific questions that you can ask for a specific objections.
When you ask a question you wil see that 50% of the time you weren’t thinking right about those words. You were on a defensive state of mind which can result into a failure on your sales. Let’s say that he told you: “is that a pyramid?” Boom, in your mind he just declare war! He said PYRAMID!!! Oh noooooo!!!! Were you really watchful on the tone of his voice? Are you sure it was a threat? Are you even sure it was said in a negative way? Again step one: take a deep breathe, step two: question “sorry if it will look stupid, but I just want to make sure. What do you mean by “pyramid”? And then listen to the answer and don’t interrupt him at all. Just listen. If you really want to try overcoming objections, you need to listen CAREFULLY his answer. You might recieve and answer like: ” Well is that something that you have to bother family and friends” or ” Is that something that everyone make money above you” or “Is that something illegal” or “Is that something that have a pyramid shape”. There is a load of answers that you can receive.
Now, why asking? Easy! Let’s say you didn’t ask the question and that you’ve answered his, that was “Is that a pyramid”. Your answer was: “Well is not something illegal!”(on a defensive tone of voice). But in his head he was asking “is that something that you have to bother family and friends?” You just lost him because you didn’t answer his real fear, his real concern. So buy digging deep into his first question, you will be able to become a master on overcoming objections, any objections.
Overcoming Objections | What to do if
“Well Oliver I did what you told me and it didn’t work. He still don’t want to sign up with me.” Yes that can be a possibility. Network/Internet Marketing is a question of timing. Maybe the timing wasn’t right for that person right now. Maybe he is not ready for changes. When my friend Stephan talked to me about MLM in 2007, I was craving for changes. When I entered the internet marketing field in 2009, my mind was not that focus for a change so I didn’t start it seriously. But, when my fears and questions have been answered in some courses from pros like Tim Erway, Ray Higdon, and Ferny Ceballos, and that the timing was perfect for me to start, well I’ve started to work with them because they were the ones that took time to go deeper into my fears and took time to solved them.
I hope that this first part will help you start overcoming objections. If you have any comments or questions, feel free to leave it below and I will keep in touch with you. Or go in the Questions section and we will be able to chat through E-Mail together. You can also join my Facebook page and write me there! And don’t miss the second part of this training on overcoming objections <—- just click there to go right on it 🙂
P.S. If ever you really want to become a professional in talking to people, I suggest you a course from Todd Falcone. It really helped me to become good to handle objections